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Principle Accountabilities

Business planning and growth

• Drive achievement of set targets through customer growth and retention across all lines.
• Plan, drive and monitor the Banca sales strategies through segment focus, customer focus needs-based selling.
• Develop and refine sales toolkits, client materials and training to reflect the various target proposition.
• Performance Management- Run daily, weekly and monthly reviews with the sales staff to ensure the Teams are constantly engaged and ahead of targets.
• Cost management and Revenue Generation.
• People management.
• Implement effective HR standards and strategies, manage succession plan, and retain key talent, constant discipline in performance management.
• Motivate, Coach and Energize the sales staff positively to deliver the best results.
• Engage the team in constant Training to address training needs, implement training road maps to ensure an engaged Team.

Operational risk controls and procedure

• Implement processes to prevent mis-selling, misrepresentation, fraud and adherence to customer data confidentiality principles.
• Ensure the team adheres to all KYC guidelines and procedures, comply with local regulatory requirements, reflect best practices.
• Ensure the team complies with all applicable money laundering prevention procedures and, in particular, report any suspicious activity to the Principal Officer.
• Tracking and monitoring of TAT for the segment and working with stakeholders to ensure targets are met.

People Management & administration

• Manage the sales staff by providing ongoing individual coaching and training to assure ensure achievement of sales goals, member retention and deepening member relationships.
• Continuous review & appraisal of sales staff performance and immediate corrective action.
• Ensure sales staff are motivated for maximum productivity.
• Cultivate a team culture that enhances support for each other to ensure overall productivity.
• Arrange, conduct or recommend appropriate training for branch staff to enable them carry out their duties effectively & efficiently.
• Ensure discipline and adherence to staff code of ethics by sales staff.
• Ensure planned leave schedule & execution for branch sales staff.

Key Competencies and Skills

• Computer/IT skills, including knowledge of Microsoft office applications e.g., Word; Excel; PowerPoint etc.
• General knowledge in banking processes.
• Experience business development, negotiation, and relationship management skills.
• Excellent written and oral communication skills.
• Excellent interpersonal skills with the ability to effectively work with individuals and groups at all organization levels; ability to work independently and as part of a team.
• Excellent customer service skills with the ability to respond to inquiries or complaints effectively and timely.
• Ability to take initiative and prioritize tasks; good time-management, organization, problem prevention and problem-solving skills.
• Basic analytical ability with active listening skills.
• Ability to work accurately with close attention to detail; must have eye for details, strong ability to scrutinize and examine.
• Ability to maintain confidentiality of sensitive information.
• Willingness to adapt to changing business needs and deadlines.

Minimum Qualifications, Knowledge and Experience

Academic & Professional

• Bachelor’s degree in Business, Finance, Insurance, Banking, Economics, or a related field from a recognized institution.
• Certificate of Proficiency is mandatory.

Experience

• Minimum of 3 years’ experience in sales management within the Insurance Industry.
• In depth knowledge of bancassurance products, insurance regulations, and the banking environment.
• Demonstrate ability to drive business growth, portfolio expansion and profitability.

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Principle Accountabilities

Sales Leadership

• Lead recruitment, onboarding, training, coaching, and mentoring of a high-performing sales team (digital team sales leaders and digital property sales advisors).
• Set clear individual and team sales goals, empowering teams to achieve set targets.
• Oversee daily team huddles using CRM dashboards and hold weekly one-on-one sessions and growth plans with direct reports.
• Manage productivity, performance, and consequence management for direct and indirect reports in line with set turnaround times (TATs).
• Foster a positive team culture built on collaboration, accountability, and continuous improvement.

Marketing & Business Development

• Establish and operationalize affordable housing site offices to drive on-ground sales and client engagement.
• Set up Affordable Housing Desks in each branch as dedicated client touchpoints.
• Design and implement annual marketing calendars with campaigns, activations, and events aligned to project timelines and targets.
• Develop strategic sales playbooks, brochures, scripts, and presentations to support lead generation and conversion.
• Monitor and analyze global and local real estate market trends, competitor activities, and advise management on emerging opportunities.
• Collaborate with marketing, operations, admin, finance, and project management teams to deliver aligned business initiatives.

Operations & Compliance

• Oversee and ensure effective use of the CRM system to track, manage, and optimize customer interactions and sales data.
• Train team members on CRM best practices to ensure accurate and timely data entry for insights and improved customer engagement.
• Ensure compliance with local laws, regulations, and company policies such as KYC, AML, and risk & compliance standards.
• Act as the point of escalation for client issues, resolving concerns promptly to maintain satisfactory audit ratings and an NPS above 70%.

Stakeholder Engagement & Reporting

• Build and maintain strong relationships with key stakeholders including customers, vendors, regulators, and internal teams.
• Travel to project sites and branches for site visits, activations, events, and networking as needed.
• Collaborate with cross-functional bank teams to cross-sell mortgages, current and savings accounts, digital financing solutions, and other bank products.
• Provide regular reports to senior management on sales progress, project performance, and achievement of affordable housing targets.

Key Competencies and Skills

Technical Competencies

• Proven work experience as a Property Sales Manager or equivalent.
• Knowledge of CRM software and Microsoft Office Suite.
• Experience with Boma Yangu Portal will be an added advantage.
• Solid customer service attitude with excellent negotiation skills.
• Knowledge of KYC/AML compliance requirements.
• Knowledge of TCF (Treating Customers Fairly) principles.
• Astute product knowledge.
• Commercial acumen and prospecting skills.
• Analytical skills.
• Capability of managing multiple teams across multiple projects.

Leadership Competencies

• Performance Management.
• Strategic orientation.
• Stakeholder influence and management.
• Result orientation.
• Strong communication and team management skills.
• Strength in problem solving, issue-resolution and ability to work in a deadline-driven work environment.

Minimum Qualifications, Knowledge and Experience

Academic & Professional

• Bachelor’s Degree in a Business-related field or any relevant field.
• Membership with Estate Agents Registration Board is critical requirement.

Experience

• A minimum of 7 years of relevant sales experience, 3 of which must be in a team management role.
• Proven and successful ability to lead a group of sales personnel towards growth in enhanced sales volumes and enhanced revenue generation.
• Experience in handling clients across all the income bands.
• Own database of potential leads built over time.